What Fighter Pilots Know About Fear That CRE Brokers Don't | Waldo Waldman

How do you stay brave in commercial real estate sales when the missiles start coming? Michael Bull, CCIM talks with F-16 fighter pilot Lt. Col. Waldo Waldman about fear, resilience, and commitment. Waldo flew 65 combat missions while battling claustrophobia and panic attacks that began with a scuba accident a year and a half into his flying career. He explains how he subjugated fear to purpose and his team, why preparation leads to confidence (not perfection), and how the "chair fly" drill of rehearsing every contingency in front of peers translates directly to listing presentations, tenant negotiations, and lender meetings. The conversation covers the Air Force Academy's 33% washout rate and the grit it builds, the "check six" principle of mutual support from his New York Times bestseller Never Fly Solo, why "I don't know, I'll find out" builds credibility, taking small assignments to win the long game, handling naysayers, and why commercial real estate professionals should train as constantly as athletes and pilots do. Waldo also previews his new book, Commit, Commit!, named for the radio call fighter pilots make when there is no turning back. In this episode: 00:00 Dodging the Missiles in Commercial Real Estate 01:40 The Scuba Accident Behind a Fighter Pilot's Panic Attacks 03:53 Flying Claustrophobic: Preparation Leads to Confidence 05:07 Subjugate Fear to Purpose and Your Team 06:58 Build Relationships Before the Missiles Come 08:00 From Cockpit to Sales: A 33% Washout Rate and Grit 09:44 Chair Flying: Practice Under Pressure With Peers 11:44 No Ejection Seat: Where "Commit, Commit" Comes From 13:07 Bravery in Negotiations: "I Don't Know" Is a Good Answer 14:10 Never Fly Solo: Check Six and Mutual Support 15:37 Honest Feedback: A Rubber Mallet, Not a Pitchfork 16:44 Lose the Battle to Win the War: Small Deals, Long Game 17:51 65 Combat Missions Without Being Fearless 19:13 Look Back to Leap Forward: Scars as Fuel 21:03 Envision the Win: The Batting Cage Mindset 22:07 Know Your Why Before You Fly 23:28 Reigniting the Fire Mid-Career 25:16 Handling Naysayers: Bet on You 26:56 Why CRE Pros Should Train Like Fighter Pilots 28:41 Make Your Friends Your Mentors Connect with Waldo Waldman: https://www.linkedin.com/in/waldowaldman/ Wingman Enterprises Website: https://yourwingman.com Contact Michael Bull: [Michael@BullRealty.com](mailto:Michael@BullRealty.com) 404-876-1640 x 101 Bull Realty, Inc https://www.linkedin.com/in/michaelbull/ For more commercial real estate market data, sector forecasts, and video episodes, visit CREshow.com. America's Commercial Real Estate Show is brought to you by our proud sponsors. TCN Worldwide: Commercial real estate property management, leasing, and sales solutions across the US and globally. Learn more: https://www.tcnworldwide.com Bull Realty: Regional commercial real estate brokerage services headquartered in Atlanta, delivering market intel and strategies. Learn more: https://www.bullrealty.com Commercial Agent Success Strategies: Twenty-one cloud accessed commercial broker training videos with slide deck action notes. Learn more at https://www.commercialagentsuccess.com/ #CommercialRealEstate #CRE #CommercialRealEstateSales #CREBroker #SalesMindset #Resilience #Leadership #FighterPilot #NeverFlySolo #WaldoWaldman #MichaelBull #CREShow